Conference Presentation

From "Compulsory Services" to Delivering Real Business Value to Customers

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Rome wasn't built overnight, and neither is real business value—so it's imperative to begin building the new service capabilities your organization needs in order to deliver real business value for customers. What are the new capabilities that are needed for success in the future?
  • Understanding customers' business priorities with respect to growing their revenue, optimizing their cost structures, and complying with their industry's regulatory requirements.
  • Identifying which services you can bring to bear in order to help customers accelerate on their business priorities.
  • Pricing these new services to reflect the additional business value you will deliver to customers.
  • Making the training investments in your product sales reps, service sales specialists, and renewal teams to effectively position and sell these new services.
  • Measuring the success of your customers and your company as you bring these new capabilities to market.
TSIA will communicate a new framework for navigating the development of these new service capabilities. And we'll share case studies of technology companies that have made progress on the journey.


Presented By:

Julia Stegman

Vice President, Research, Service Revenue Generation, TSIA

Publish Date: October 21, 2013

TSIA is well worth the investment. This is the one place where you can come and get a fusion of ideas that you can then marry up to the goals and objectives of your organization and boil that down into several actionable plans that you can implement over the next 6 months to a year.

Peg Rodarmel, SVP, Subscription Services, Infor

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